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Philip
Personal Profile
A sales professional with over 15 years of management experience in major publishing houses. Adept in all aspects of telesales, plus client direct and agencies. Skilled in marketplace analyses & forecasting, together with the recruitment and running of teams of up to 40 sales staff.. Has always adopted a hands-on and approachable style with training, appraising, motivating and supervising as key strengths.
Employment History
November 2001-present - Self-employed sales consultant/advisor
Contracted with the following companies: (Currently working for RP Communications).
- BBC Worldwide Ltd. Advertising Manager for 2 RAC contract titles; ad sales on Top Gear.
- Octane Magazine. Research & planning for magazine launch; ad sales on title & sales trainer.
- 5 Elements Ltd. Establishing database for potential clients re video productions on motoring websites. Copywriting for manufacturer brochures.
- Redwood Publishing Ltd. Ad sales on M&S magazine.
- Outline Media Services. Research and planning on 2 new magazine launches.
- All Area Services Ltd. Sales training a customer service dept. for this plumbing company.
- RP Communications Ltd. Account management/new business sales for medical conference organizers.
January 1996-October 2003. BBC Worldwide Ltd
- Group Classified Advertising Manager - Top Gear / Match of the Day / Tomorrow's World magazines
- As above + Advertising Manager of two contract titles - RAC Inspected Hotels / RAC Camping & Caravanning.
- Responsible for four sales staff dealing with both clients and ad. agencies across one market leading and two launch titles. Recruitment; coaching; training & targeting together with implementation of new administration and communication systems. Development of strong team attitude; assisting display and special project sales and promoting understanding between departments. Planning, forecasting and budget management. Formal appraisal setting. Identification of new revenue areas; redesigning magazine sections and creative lead sourcing (e.g. internet & exhibitions). A hands-on approach, taking responsibility for major client sales.
- Establishment of two further teams comprising of four sales people selling classified & display advertising – mainly client direct.
February-December 1995. Haymarket Publishing Ltd - Telesales Manager
Employed on a temporary contract (9 months) to assess and re-establish a telesales operation on Autocar magazine, as per my previous employment with the company during 1986 to 1989 (ii).
April 1994-January 1995. Outline Media Services, Surbiton - Media Consultant
Advising in the research and setting up of telesales operations for an in-house catering magazine and local media campaigns for a contract magazine.
March 1993-March 1994. EMAP Nationals, London - Group Classified Advertising Manager
Employed to establish, new classified sales operations across EMAP’s classic Motoring Titles, Classic Motorcycle Titles and on the launch of a weekly motoring newspaper (Carweek). Responsibility for the location and furnishing of offices, including telephones, computers, security and administrative systems. Recruitment, training, supervision and motivation of 15 commission-only sales staff, along with payroll and budget management.
August 1990-March 1993. Haymarket Publishing Ltd
- Advertising Manager – Auto Classic
- Classified Advertising Manager, Classic Titles – Autosport; Classic & Sportcar; Your Classic
- Managing 6 full time staff for leading weekly classic car title, including sales forecasts, budgets, motivation, recruitment and training.
- Established freelance operation across Classic and Sportscar, Your Classic and Autosport magazines, involving 15 –20 staff. Recruitment, training, supervision and motivation.
April-July 1990. Durnan Linstead and Associates, London – Recruitment Consultant
Liaising with larger publishing companies, copywriting advertising vacancies, interviewing and placing candidates.
August 1989-March 1990. Kernels Foods plc., London – Telesales Manager
To establish a small telesales team marketing a wide range of bar snacks to hotel groups and clubs nationwide. Responsible for developing new and existing business, and negotiating at senior levels. Training, supervision and motivation of a team of 4.
May 1986-August 1989. Haymarket Magazines Ltd., Teddington
- Classified Sales Executive
- Classified Sales Manager
- Assistant Display Sales Manager
- On Autocar, responsible for franchise dealers and appointments.
- On Autocar, subsequently Autocar & Motor. Managing 30 – 40 commission-only sales staff, involving recruitment, motivation and coaching, forecasting and payroll.
- On Classic and Sportscar magazine. Client base included smaller agencies and dealerships.
Courses Attended
Basic Sales; Advanced Sales; Presentation; Negotiation; Time Management; Training to Train; Budget Management; Recruitment & Selection.
Education & Qualifications
- 8 O’ Levels including English and Mathematics
- 3 A’ Levels : Mathematics / Physics / Chemistry
Queen Mary College, University of London: 1980-84 – BSc (Hons) Chemistry with Geology
References upon request